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Wealth cant wait avoid the 7 wealth traps, implement the 7 business pillars, and complete a life audit today

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THIS BOOK IS FORour beloved families, friends, and heroes—our great mentors,
teachers, and business partners who cared enough to help us on our journey. This book is
for all those who have taught us how to be better people and for those we’ve had the
pleasure of helping. This book is a reflection of all of you. May our collective wisdom
change lives for the better.

To all those who choose abundance.


A Matter of Choice

An Issue of Commitment
Avoiding the Seven Wealth Traps
Having Courage
Having Wealth Vision
Building Greater Wealth Naturally
The Importance of Having a “Ground Game” and an “Air Game”
Asset-Based Living Versus Cash-Flow-Based Living
Making It Happen with Ease
Taking Responsibility for Your Wealth
Dealing with Setbacks


Think—Then Grow Rich
Think, “What Do I Want in My Life?”
Think, “I Am”
Think Bigger by Aiming Higher
Think 10X and Break through Your Limiting Beliefs
Think Differently about the Rules
Think “Easy” Instead of “Hard”
Think about the Upside AND the Downside
Think Without “Hindsight Bias”
Think Proactively, Not Reactively
Think Positively, Not Negatively
Think the Second Thought
Think Past the Chatter

25. Think, “The World Is Out to Help Me”
26. Think, “How Could This Benefit Me?”
27. Think, “Let’s Play”


The Seven Habits that Build Wealth
Habit 1: Live Life by Design
Habit 2: Make Business Decisions Based on Solid Fundamentals
Habit 3: Stick with What You Know and Drill Deep
Habit 4: Earn More by Learning More
Habit 5: Chunk Down Big Goals and Add Accountability
Habit 6: Spend Less Than You Earn and Invest the Rest
Habit 7: Let Go of the Small Stuff

Pillar 1—Client Acquisition Is King—It’s the Most Important Skill
Pillar 2—Look for Barriers to Entry
Pillar 3—Magnify Your Effectiveness and Power through Leverage
Pillar 4—Modeling—Identify a Person or Company that Is Doing What You Are Doing at a
Much Higher Level
40. Pillar 5—Invest in Your Area of Core Competence
41. Pillar 6—Use the 80/20 Rule to Drill Down to the Vital Few
42. Pillar 7—Invest in Coaches, Mentors, and Masterminds


Create Momentum through Flow
Create Momentum through Virtuous Cycles
Create Momentum through Scale
Create Momentum through Health
Create Momentum through Environment

Appendix: Take Action and Begin Your Life Audit
About the Authors
Author Q&A


May the odds be forever in your favor.
—Effie Trinket

Some people are born on third base—they inherit money, marry into wealth, or win the lottery. The
rest of us must hit base hits (and sometimes strike out) in our journey to build our own wealth. This
book is for anyone who wants to put the odds in their favor. In the pages that follow, we’ll show you
how to adopt the mindset and develop the skills you will need to empower your freedom, create your
future, and build a life worth living today.
We’re privileged to be a part of an extraordinary company, Keller Williams Realty International,
which is the largest real estate company in the world, with more than 150,000 agents as of this
printing. We are Keller Williams’s top-selling broker-owners, and we joined forces to write this
book so we could share how you can build wealth in all areas of your life.
We’ve divided our book into five parts:
1. Make the Choice to Build Wealth
2. Embrace the Mindset That Builds Wealth
3. Create the Habits That Build Wealth
4. Develop a Business That Builds Wealth
5. Generate the Momentum That Builds Wealth
Building wealth—as opposed to having money go through your hands—requires you to make
different choices, think different thoughts, practice different habits, and conduct business in a different
way. These principles and practices work, and we’re going to show you how to implement them so
that you can build wealth, just as we have.
Building wealth. These two words work well together. Your level of income doesn’t determine
your level of wealth. If you’re not building wealth, then you’re depleting it. Just as you can build
muscle, or strengthen tennis skills, or tend your backyard into a wonderful oasis, the minute you stop
doing these things your muscles atrophy, your tennis skills rust, and your garden overgrows.
Just like with these activities, building wealth is a process that requires repetition and consistency
to build “muscle.” It’s an application of knowledge to life that has a built-in feedback loop. When
building wealth, you apply your knowledge through effort or investment. When you do this, you
produce results and you either win or lose. Then you apply what you learned and do it all over again.

Throughout this book, we share the knowledge and tools that will help you create habits that build
Having lots of money alone means nothing. Former NBA star Allen Iverson had lots of money and
lost it. Lottery winners have lots of money (and many of them end up losing it)—but they could
preserve it and grow it if they practice the wealth-building methods in our book. The real journey to
wealth, however, is built upon the knowledge, skills, habits, and relationships that you apply to
In the pages that follow, we share our journey and the lessons we have learned. These are lessons
that people can use to climb their own mountains. If you are going to cure cancer, launch the next
Rolling Stones, or build a new tech start-up and become a billionaire, please drop this book and get
after it. Our techniques might not be for you, or we might slow you down. This book is for anyone
who wants to put the odds in their favor and wants to build long-term, sustainable wealth. It’s for the
man or woman who says, “I want my life to be on track to be amazing, unrecognizable from what it is
now in five to ten years.” It’s not about winning the lottery or becoming an instant billionaire.
This book is about building wealth. It will empower you with a set of skills that will serve you
for a lifetime. We can help you create a life that is more joyous, one that will enable you to work with
some talented people and do some incredible things. We do not have a get-rich-quick formula for you.
Instead, we have a wealth-building formula for you. The journey is yours to take. We can’t do the
work for you. But here’s the good news: It doesn’t have to be “hard” work. It can be play. By
practicing what we offer in this book, you will learn to thrive and create the life you desire.
Over the years we have built a lot of wealth, and we continue to do so. We’ve had things go our
way and go against us. The greatest thing you can do to increase your wealth is to further your
knowledge of wealth. The skills we share here are not just important; they are crucial to building
wealth. In this book, you will find the keys that unlock wealth-building potential for anyone with the
ambition, energy, and desire to do so.
So, what are you waiting for? Let’s get started!


Every decision you make takes you one step closer to being wealthy … or one
step further away.
—Shay Olivarria

Building wealth requires making a choice. One day you wake up. And instead of going back into the
matrix, you stop. You look at your life and ask, “What game am I playing?”
Maybe it was a life-changing event, be it positive or negative. Maybe you just picked up this
book. It doesn’t really matter. Regardless of the reason, it’s moments like these that create an
opportunity. They create a window of clarity to see your life from the outside in. At these moments
you can stop and ask yourself, “Is the way I’m choosing to live my life leading me to the future that I
really want?”

“All of us are, to some degree, sleepwalking through our lives.”
All of us are, to some degree, sleepwalking through our lives. However, in these reflective
moments we have the opportunity to ask ourselves if our lives are truly in line with the lives we
would choose if we could have anything we desired.

The Programmed Life
Many of us lead a “programmed life.” Much of what we do is determined by our culture, family,
values, friends, education, career path, and financial status. For example, Paul’s parents thought that
education and working as a professional—a lawyer, doctor, or engineer—was the right path for him.
Think about it. Maybe your parents were blue-collar, middle class, like Paul’s, and believed in the
value of a good education and a professional career as a doctor or engineer. Twenty years later,
you’ve made life choices that please your family and follow someone else’s notion of what’s right for
you, but you hate your career. Thinking back on these choices, does it still serve you to live by
someone else’s rules? Does it even really serve them?

What Really Matters
It is important to know what matters to you in your life. Money doesn’t really matter, unless, of

course, you don’t have any. But when you do have enough money to meet your basic needs, what
really matters is what you can do with it. For example, money allows you to give your children the
opportunity to get a good education. Money allows you to receive great health care. You can also
travel more easily and contribute to great causes when you have money. Sounds like fun, right? And
yet money still doesn’t matter.
So, what matters then? Everyone’s answers will vary, so we encourage you to come to your own
conclusions as you ponder this important question. But we’re going to give you a hint: It’s not money.

Why Wealth Matters
Many people equate wealth to material goods and services, such as cars, houses, and taking lavish
vacations. How many times have you heard the phrase, “Money isn’t everything”? We agree—
somewhat. So, what is wealth then? What value does it have at its core?
When you strip away all your material possessions, any preconceived ideas of the “good life,”
and all your attachments, you’re left with three things:
1. Health
2. Family/Relationships
3. Freedom
Think for a moment: Can money buy you health? Well, it depends who you ask and when you ask
them. If you ask former billionaire Steve Jobs, the answer, quite obviously, is “no.” He died of
pancreatic cancer at the age of 56. No amount of money could have healed his cancer-ridden body.
However, if you consider the nearly 800 million people who don’t have access to clean water or
sufficient food, just a little bit of money would “buy” them a lot of health.
Can money buy you time? If you ask a dying man or woman, at most money can buy them only a
small amount of time. Money is not good at buying time that’s already lost. But money—if spent well
—can buy you future time. For example, Paul’s nephew recently rode a bus 26 hours from Chicago to
Boston to see his cousin’s graduation. In this instance, $500 could have bought him a plane ticket
home and saved him 20 hours.
Can money buy you family and relationships? Again, it depends on whom you ask. If you have a
strained relationship with your family, chances are you’re going to need to do more than write a
check. You’ll need to work on rebuilding those important relationships. But if you are an infertile
couple looking to adopt a child, money can definitely help you build a family. It’s all a matter of
perspective. In fact, the more we thought about it, the more we realized that money is a form of energy
which is synonymous with choice, or, better yet, freedom.

Wealth Brings Freedom

“When you say yes to wealth, you’re saying yes to your potential

for freedom.”
Freedom is the power to choose and create. When you say yes to wealth, you’re saying yes to your
potential for freedom. You’re acknowledging the power of possibility in your life.
The wealthy are free to express themselves as they truly are—kind and giving or selfish and
insufferable. As Will Smith said, “Money and success don’t change people; they merely amplify what
is already there.”
In the absence of wealth, your choices are limited, and we believe this compromises your quality
of life, work, and health. Wealth creates freedom, and freedom is the ultimate gift in life.

Building Wealth Is Saying “Yes” to Yourself
The lessons we share with you we learned through personal experience (both wins and losses) and
from carefully observing other people and their approaches to building and maintaining not only
wealth but also healthy and happy lives.
Wealth building positively affects your personal and professional relationships and inspires your
day-to-day outlook. As you choose to embrace wealth and experience greater choice, over time you
will feel a sense of heightened calm, satisfaction, and genuine security—and not just of the material
Building wealth is a way of saying “yes!” to yourself and to those things that are important to you.
It’s a way to align with all that you love and all that inspires you on your journey each day. By
adopting a wealthy mindset and practicing the skills we recommend in the chapters ahead, you get to
focus on what matters most to you.

“Wealth building positively affects your personal and
professional relationships and inspires your day-to-day outlook.”
Wealth is just code for freedom, and freedom is the ultimate gift in life.

Wealth Can’t Wait
If anyone suggests that your focus on building wealth is misplaced, just smile, thank them, and wish
them luck. You alone are the captain of your wealth-building ship. And remember, you can’t buy back
your time—it’s finite. So, make each day count. Commit to wealth and build your bridge to freedom
now, because wealth can’t wait.

We hope that you’ll take the time to contemplate your life as you read this book. And if you don’t
like what you’re doing or how you currently live, know that you can take action now that will produce
positive change. We wrote this book to help you create the space and awareness so that you can alter
your life in any way you choose.

To reward you for taking this wealth-building journey with us, we’re giving you some bonus
material online. The bonus for this chapter consists of strategic questions to help you get in
touch with the life of your dreams. The journey to building wealth begins when you
determine what you want and take responsibility for getting there!
By visiting the link below, you will find questions, diagnostics, audios, and videos, all
designed to jumpstart your journey to wealth. You can unlock them by going to


The line of progress is never straight.
—Martin Luther King Jr.

Being wealthy, first and foremost, is a state of mind. It requires a commitment to winning the game of
wealth. This will require you, at times, to look foolish, feel uncomfortable, be direct, and to
purposefully focus your efforts and resources.
So, what does commitment look like?
Commitment is a knowing that permeates your being such that it becomes a part of you. It is a
willingness to do whatever it takes. It’s a way of weaving that knowing into your fiber so that it goes
with you on each step you take every day. If you commit to something 100%, it’s virtually certain to
happen—unless you change your mind or die. That’s how steadfast we can all be in our commitments
as we walk around each day. That doesn’t mean that we don’t take days off, or procrastinate, or have
moments of doubt; but our willingness to reignite our long-term vision and our commitment to our
journey never wane.

“Knowledge without action is wasted potential.”
To attentively build wealth, make these major commitments:
1. Save capital to invest. At almost any income level you can save capital. Ronald Read, a
Vermont janitor and gas station attendant, proved this well: By spending less than he earned
and investing the rest, he ended up saving $8 million over the course of his life!
2. Make saving a daily habit and revisit your spending and savings goals each month. By
simply mastering the art of saving and investing, you could end up with a fortune the size of
Ronald Read’s!
3. Learn about wealth. You can accomplish this simply by reading or listening to four books a
year about investing. Learning consistently leads to greatness over time.
4. Search for investments in your areas of choice. It’s crucial to hunt down opportunities that
produce a solid yield. Hunting is a way of life for a wealthpreneur. Keep looking until you
find something that helps you win. Hunting will teach you along the way. Once you’ve found
an investment that produces a good yield, maximize it and find another.

5. Take action. Knowledge without action is wasted potential. Follow these steps even when
your knowledge is less than complete. Stop over-thinking and move!
To maximize your potential, commit to these five activities for the rest of your wealth-building

The Only Time You Lose Is When You Quit
What if you fail? Failure doesn’t have to stop you from building wealth. It’s part of the process. If you
don’t do something you committed to, then let it go and start over. If you commit to taking action,
failing is a certainty. It’s part of the journey. Create resilience by focusing on the present and future.
Don’t let a memory of failure, or success, hold you back.

“The only time you lose is when you quit.”
If you’ve failed at something—that’s OK. It won’t matter in the long run. Failure happens all the
time, so don’t waste time beating yourself up. Get over it, dust yourself off, and get after it again. And
remember: The only time you lose is when you quit.

The Upside of Commitment
Commitment has a massive upside. The more you keep your commitments, the better you function in
all areas of your life. When you know you keep your commitments with every fiber of your being, it
makes it so much easier to accomplish goals that are amazing.

Develop the skills of goal-setting and commitment to get more of what you want.
As you develop goal-getting skills and build goal-getting muscle, you get more and more of what you
want. And as you get more and more of what you want, guess what happens? Your goals get bigger,
your choices get bigger, your vision gets bigger, and your outcomes get bigger. More becomes
possible. As shown in the illustration that follows, it’s a positive feedback loop of choosing what you
want, getting what you want, and deciding to get even more.
Develop the skills of goal-setting and commitment, and you will get more and more of what you
want. As you get more of what you want, your passion for life will increase. And as your passion for
life increases, you will find that you have the resources and energy to build an even bigger vision. It’s
a self-reinforcing process.


Be thankful for what you have; you’ll end up having more. If you concentrate
on what you don’t have, you will never … have enough.
—Oprah Winfrey

To build wealth, you must actively cultivate a can-do, make-it-happen, fully aware state of mind. This
will help you avoid the seven wealth traps and make it far easier to reach your goals.
To build awareness and enhance your state of mind, think of someone who is less talented, less
hardworking, less smart, and less of whatever it is you are good at, yet has more wealth than you. The
odds are that person has escaped the wealth traps.
In nearly all things, the biggest obstacle we’ll ever face is ourselves. By looking at the seven most
common wealth traps, we can learn how to avoid these obstacles and achieve our wealth goals.

Wealth Trap 1: The Stable or Cushy Job
We all know folks like these:
• A ski instructor who loves to ski
• A bartender who enjoys the social part of her job
• A flight attendant who values travel
All of these individuals are getting some subset of their needs met. But is it enough? And, do they
have to quit their jobs? Not necessarily.
They could still achieve their wealth goals by doing something—even seemingly small—to make
a big impact. For example, the skier could create a ski school. The bartender could save her tips and
invest in rental properties. And the flight attendant could get a real estate license. Along the way, they
can use their personal skills to build an incredible network that includes others with similar or
complementary interests.

“Building wealth is a contact sport.”

You can build a path toward financial freedom outside of work while keeping your job.
There are many paths to wealth, but staying comfortable where you are will not get you on
Opportunities come every day. It’s how we show up and our willingness to see opportunity that
determines our success. Building wealth is a contact sport. It requires movement, action, and impact.
Be purposeful and build a network that takes you closer to your goals.

Wealth Trap 2: Risk Avoidance
We all fear failure. We want to get it right. That is human nature. Ask yourself, “What is truly at
risk?” Will you starve? Is your life at risk? Wealth is built alongside some risk. And, the longer you
wait, the greater the stakes!
If you take your savings and buy a property—one you can fix up and rent out or sell—what’s truly
at risk?

“The biggest risk in life is not taking one.”
Is it ego? Do you think you will get ridiculed for failing? More likely, most people will probably
envy you for being bold enough to take such a risk. We’re not going to sugarcoat this—building
wealth involves taking risks. But it’s overinflated compared to the risk of doing nothing. The biggest
risk in life is not taking one.

Wealth Trap 3:
Viewing Wealth as a Negative
At some level, do you view money as dirty? Do you feel like you have to apologize for wanting to
build wealth? What positive impact could you have on your family, your friends, even on the world at
large? Celebrate your pursuit of wealth and look at it as a pathway to freedom. And, steer clear from
those who think money is a dirty word.

Wealth Trap 4: Not Staying the Course
The pursuit of wealth, like any path in life, has its ups and downs. You’ll win some and lose some.
We see people quit way too early. If you take an initial step and then have one bad experience, is it
really time to quit?
When you face a setback, you have a choice: You can jump ship by focusing on the sting of the

loss or stay the course and reap the value of the lesson. Just remember: You had courage before the
loss, and now you have the power of more experience and information as you move forward.

If you failed, that’s OK. Take the lesson and march forward with more experience under
your belt.

Wealth Trap 5:
The Victim and Negativity Trap
Bad stuff happens every day. Life can be really hard. Unfair things occur. And if you build a house in
past misery, move in, and hang pictures on the walls of negative things that happened to you, you
could easily get stuck there, maybe forever!

“It’s hard to move forward with a positive vision when you are
locked into an event from the past.”
Victimhood leads to blame, apathy, and general malaise. It’s hard to move forward with a
positive vision when you are locked into an event from the past. Negativity tends to lead to inertia
and despondence. Don’t let a bad occurrence hold you back.

Wealth Trap 6: The Know-It-All Trap
There is someone who thinks that they know it all in every crowd. As Stephen Hawking said, “The
greatest enemy of knowledge is not ignorance, it is the illusion of knowledge.” On the path to wealth,
stay curious. The illusion of knowledge, the expert syndrome, stops curiosity, hinders teachability,
and limits your journey.


Courage is being scared to death, but saddling up anyway.
—John Wayne

Starting your wealth-building journey is not about what you know. It’s about having the courage to
dive in and the willingness to learn along the way. Knowledge is one of the most overrated assets in
wealth building. Sometimes the more you know, the less likely you are to take action. For example,
how many economics professors are wealthy? Yet who knows more about economic forces than an
economics expert?
We’re not saying don’t analyze opportunities, but realize that when you analyze an opportunity,
there will almost always be more reasons not to do something than to do it. Our primitive brains are
designed to keep us alive by avoiding risk. Unfortunately, this also inhibits action.

It Is Risky, but Start Anyway
When David was building his real estate company, he and his team pitched the concept to many smart
and experienced real estate professionals. The overwhelming majority declined their offer. One guy
in particular was an amazing Realtor®. He worked very hard and produced almost $1 million a year
in commission income. The offices he declined now produce more than $1 million dollars a year in
passive income! Today that guy is still at the same grind, working very hard selling real estate. He is
older now, and not loving the grind as much as he once did.
Unfortunately, he passed on one of the best opportunities of his lifetime, because it seemed too
new and risky. This play-it-safe approach caused him to miss out on a great opportunity.
At the time we bought our first real estate franchises, we had no idea what we were doing.
Though coming from different places, we both took action. What we shared was a willingness, a
learning-based mind, and some great mentors. We both took action and planted the seeds for building
more wealth with limited information rather than waiting for more sophisticated analysis. It was this
willingness to take action and learn from our mistakes and mentors that built most of our wealth.

If You Commit to Building Wealth, It Will Happen
You build wealth by applying yourself to the task of building wealth. If you commit to building
wealth, it will happen. It’s that simple.

Build wealth through the actions you take and the results you get (both positive and negative)
rather than the knowledge you start with.


It takes as much energy to wish as it does to plan.
—Eleanor Roosevelt

Once you decide to be wealthy, the second most important step is to create a wealth vision. We’ve
created a simple four-part PATH that can take you to your wealth vision:
1. Plan for wealth.
2. Take Action steps to move yourself forward.
3. Work with a Team of talented people and peers.
4. Hold yourself accountable.

Plan for Wealth
People who build wealth tend to have a plan, a focus, and a vision for the future. Your plan is where
you will spend the majority of your thinking time, cultivating a burning desire to achieve it. By
choosing this plan, and by committing to it, you will begin to be shaped by the future outcome you
have chosen. Creating your own wealth plan allows you to step into a future that builds wealth. This
plan has a clear outcome, method, and model. And it can be modified as circumstances dictate.

“Even a bad plan is better than no plan.”
—Peter Thiel
Take Action Steps to Move Yourself Forward
Once you have a plan, break it down into action steps that immediately move you toward your chosen
outcome. For example, if you want to write a novel, thinking about it all day, day after day, won’t get
you there. You must put pen to paper.

“Action is the bridge between ideas, potential, and reality.”
Action is the bridge between ideas, potential, and reality. A wrong move can be better than no
action, because then you will then have experience and an opportunity to learn. Life is risky. But it’s
even risk-ier if you do nothing.

Work with a Team of Talented People and Peers
People who build wealth quickly tend to surround themselves with amazing, talented folks. We call
this leverage. One thing that separates us from the pack is being able to hire the very best people as
employees, consultants, coaches, or advisors.
For example, what could you accomplish if you could hire the best of the best to assist you in
creating your dreams? Would hiring a world-class assistant accelerate your growth path?
We’re amazed when we see people failing to delegate things they don’t like doing. If a person is
repairing their car, they’re trading the hours they could spend building wealth doing work they could
easily outsource. Maybe you feel that you can’t afford that right now, or it seems like a luxury. We
would say that unless you find it therapeutic to clean your house, you should outsource it and spend
that time taking action on your plan.
If you find yourself saying, “But no one does it as well as me,” it’s time to let that perfectionism
go and get out of your own way. The truth is no one will do it exactly like you. But think about this:
There are also those who could do it even better.

“Delegation and building a phenomenal team is a cornerstone of
winning at the highest level.”
So, give outsourcing a try. The more you outsource to others, the more you create an amazing
team. And in turn, the more time you will have to take action on, and do, the critical thinking for the
business and future you are creating.
Delegation and building a phenomenal team is a cornerstone of winning at the highest level. Put
your soul into your dream and let others support you on the journey. Great forces come to the aid of
those who are willing to get out of their own way and strive for a definite purpose, something that
will make a difference and leave a legacy.
We love hiring great people and seeing them win. We’ve learned that if we can put someone in a
position where they thrive and earn more than ever before while enjoying the process, they will be
incredibly productive. In turn, our economic world grows with them. What could be a better outcome
than that?

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